Here are things we routinely hear from new clients, usually voiced with great frustration knowing their business should be performing better. Does any of this sound like you?
Our prospective customers don’t get it
If you’re having a hard time talking about your business or what you say seems to be ignored, the problem may be you talking more about the things you do, as opposed to the things you do for others. Or…you may be talking to the wrong person.
Common solutions to this problem are our Core Story and Sales Coaching services. Both are designed to give sales staff immediate help connecting with decision makers.
We compete too much on price
This problem can push a business into financial ruin — servicing low margin sales and trying to make it up in volume. Often the problem is a company’s marketing and sales effort is focused on a me-too strategy of comparing products and services apples-to-apples. Sales staff may be inexperienced and insufficiently knowledgeable of their target market or the marketing and sales message may be too feature and functionality oriented.
Something is wrong with our website
We often find the fundamental problem with a company’s website is it’s too much about us and not enough about them — highlighting the things a company does as opposed to the things a company does for its customers. These aren’t design problems, they’re more clarity of a company’s story and how it’s presented and organized.
Sales opportunities often disappear
While all sales challenges are frustrating, this one can be demoralizing. We routinely see companies that have a number of introductory meetings and proposals, but few sales. Sales opportunities stall and eventually fall off the forecast, often without any explanation why.
There are a number of things that can cause this, chief among them are sales staff lacking qualifying and closing skills.
Our sales forecast is unreliable
This sales challenge is troublesome in that it effects how a company manages money and growth — cash flow, staffing, expenditures, and associated business functions depend on knowing when sales opportunities will close. An unreliable sales forecast limits a company’s ability to plan and cost effectively grow.
Unreliable sales forecasts are often caused by selling to the wrong person within an account or being overly optimistic in a prospect’s ability to close the purchase in a given time-frame.
Our Sales Coaching and Sales Process services are solutions to this sales challenge, resulting in accurate sales forecasts the entire company can count on to smartly plan and manage money.
We don’t have enough sales meetings
Obviously, if you sell products and services that can’t realistically be purchased without a conversation, and you aren’t having sales conversations — you’ve got a problem.
Assuming your reputation is solid and your products and services are real, there are a number reasons you may not be having the volume of sales meetings you need to hit revenue targets. Leading reasons are you aren’t addressing the right audience or you aren’t telling a compelling story.
Our Core Story, Copywriting, and Content Marketing services solve this problem by focusing sales efforts on target markets, speaking to the worldview of decision makers, and telling the story of the things you do for others as opposed to the things you do.